The way that consumers shop for and buy vehicles is nothing like it was ten years ago. Today, shoppers expect complete transparency when dealing with salespeople and the dealership, and they want all their questions answered upfront. If they ask for information, they expect it to be readily on hand – and when they ask for pricing, they want honest answers and, at times, a complete breakdown of each item that makes up the quote. If salespeople don’t deliver on these expectations, they risk losing gross profit or a car deal altogether.
This Guide outlines a process for salespeople to deliver winning vehicle sales presentations that immediately build trust and rapport, so that they can hold onto gross profit and earn high CSI ratings.